How New Product Introductions Affect Sales Management Strategy: The Impact of Type of "Newness" of the New Product

How do firms adjust sales management strategy for new product launch? Does sales management strategy change more radically for different types of new products such as new‐to‐the‐world products versus product revisions? Because firms introducing a new product rely considerably on their sales force in the product launch effort, the types and degree of changes made in managing the selling effort are important issues. Past studies have demonstrated that firms make substantial adjustments in their sales management strategy when they introduce a new product. This study expands on previous investigations by examining whether sales management strategy changes are conditioned by the type of newness of the new product to the market and to the firm. Australian sales managers were asked to respond to a mail questionnaire concerning pre‐ and post‐new product launch sales management activities. Three groups of firms were compared: (1) those with new‐to‐the‐market and new‐to‐the‐firm products (i.e., new‐to‐the‐world products); (2) those with products new to the firm but not new to the market; and (3) those with products that are revisions to the firm and not new to the market. The study finds that firms do not make the most adjustments for products with the greatest degree of market newness—the new‐to‐the‐world types of products—except in the sales management strategy categories of compensation and supervision. In the other sales management strategy categories defined for study—organization, training, quotas and goals, and sales support as well as for all categories in the aggregate—sales management strategy changes were greatest in incidence, as measured both by the percent of firms making changes and the average number of changes per firm, when the new product was new to the firm but not new to the market. These results suggest that, because different types of new products face different competitive environments, there may be greater incentive for a not‐new‐to‐the‐market new‐to‐the‐firm product to make changes in sales strategy. Uncertainties about market size and customer location with new‐to‐the‐world products may limit the understanding of what changes to make in the strategy categories of quotas and territories. Similarly, uncertainties about product use and customer acceptance of new‐to‐the‐world products may limit the development of training and sales support materials by these firms. Instead, these firms may rely more on compensation and supervision to direct sales efforts for new‐to‐the‐world products. However, observing the market experience and performance of the first‐to‐market product can benefit firms launching a not‐new‐to‐market and new‐to‐the‐firm product, allowing them to rely more on strategy changes in training, sales support materials, organizational adjustments such as redeployments, and quotas.     

Enterprise Risk Management Through Strategic Allocation of Capital

This article presents a conceptual framework for operationalizing strategic enterprise risk management (ERM) in a general firm. We employ a risk‐constrained optimization approach to study the capital allocation decisions under ERM. Given the decision maker's risk appetite, the problem of holistically managing enterprise‐wide hazard, financial, operational, and real project risks is treated by maximizing the expected total return on capital, while trading off risks simultaneously in Value‐at‐Risk type of constraints. This approach explicitly quantifies the concepts of risk appetite and risk prioritization in light of the firm's default and financial distress avoidance reflected in its target credit rating. Our framework also allows the firm to consider a multiperiod planning horizon so that changing business environments can be accounted for. We illustrate the implementation of the framework through a numerical example. As an initial conceptual advancement, our formulation is capable of facilitating more general ERM modeling within a consistent strategic framework, where idiosyncratic variations of firms and different modeling assumptions can be accommodated. Managerial implications are also discussed.     

The Causal Effects of the Minimum Wage Introduction in Germany – An Overview

In 2015, Germany introduced a statutory hourly minimum wage that was not only universally binding but also set at a relatively high level. We discuss the short‐run effects of this new minimum wage on a wide set of socioeconomic outcomes, such as employment and working hours, earnings and wage inequality, dependent and self‐employment, as well as reservation wages and satisfaction. We also discuss difficulties in the implementation of the minimum wage and the measurement of its effects related to non‐compliance and suitability of data sources. Two years after the minimum wage introduction, the following conclusions can be drawn: while hourly wages increased for low‐wage earners, some small negative employment effects are also identifiable. The effects on aspired goals, such as poverty and inequality reduction, have not materialised in the short run. Instead, a tendency to reduce working hours is found, which alleviates the desired positive impact on monthly income. Additionally, the level of non‐compliance was substantial in the short run, thus drawing attention to problems when implementing such a wide reaching policy.     

Expected job loss in East Germany shortly before German unification

We investigate expectations concerning future job loss in the former German Democratic Republic (East Germany) shortly before the economic, monetary and social union in July 1990. In order to model these expectations, we take detailed account of individual heterogeneity, the availability and interpretation of information, and the economic and social environment of the individual. Our data base is the Socio-Economic Panel (SOEP) East. We find that, with some exceptions, East Germans hold expectations comparable to those held by indivduals having experienced a market economy, which is surprising given the lack of such an economy in the previous German Democratic Republic.Since these expectations are only observed ordinally, an adequate estimation method is the ordinal logit model. The corresponding stochastic assumptions are tested extensively using pseudo-Lagrange multiplier tests against omitted variables, non-linearity, asymmetry of distribution and heterosedasticity. Furthermore, we apply Hausman tests to check the validity of the classification of the endogenous variable.     

Assessing Consumer Fraud Risk in Insurance Claims

Abstract

We present an unsupervised learning method for classifying consumer insurance claims according to their suspiciousness of fraud versus nonfraud. The predictor variables contained within a claim file that are used in this analysis can be binary, ordinal categorical, or continuous variates. They are constructed such that the ordinal position of the response to the predictor variable bears a monotonic relationship with the fraud suspicion of the claim. Thus, although no individual variable is of itself assumed to be determinative of fraud, each of the individual variables gives a “hint” or indication as to the suspiciousness of fraud for the overall claim file. The presented method statistically concatenates the totality of these “hints” to make an overall assessment of the ranking of fraud risk for the claim files without using any a priori fraud-classified or -labeled subset of data. We first present a scoring method for the predictor variables that puts all the variables (whether binary “red flag indicators,” ordinal categorical variables with different categories of possible response values, or continuous variables) onto a common –1 to 1 scale for comparison and further use. This allows us to aggregate variables with disparate numbers of potential values. We next show how to concatenate the individual variables and obtain a measure of variable worth for fraud detection, and then how to obtain an overall holistic claim file suspicion value capable of being used to rank the claim files for determining which claims to pay and the order in which to investigate claims further for fraud. The proposed method provides three useful outputs not usually available with other unsupervised methods: (1) an ordinal measure of overall claim file fraud suspicion level, (2) a measure of the importance of each individual predictor variable in determining the overall suspicion levels of claims, and (3) a classification function capable of being applied to existing claims as well as new incoming claims. The overall claim file score is also available to be correlated with exogenous variables such as claimant demographics or highvolume physician or lawyer involvement. We illustrate that the incorporation of continuous variables in their continuous form helps classification and that the method has internal and external validity via empirical analysis of real data sets. A detailed application to automobile bodily injury fraud detection is presented.     

A goal programming model for achieving racial balance in public schools

This paper develops a goal programming model for achieving racial balance in segregated public schools. The model is illustrated and offered as an improvement upon linear programming, a model previously applied in the literature which allows a single objective function only and, in comparison with goal programming, requires more variables and constraints. Goal programming, a member of the general multiple objective linear programming (MOLP) model, improves upon these among other disadvantages thereby emerging as a more efficient tool for student assignment problems.     

Falling through the net: employment change and worker protection

Employment change in Britain highlights the limitations of collective bargaining and exposes the myth of protection afforded by ‘universal’ legal rights. This article explores the changes and these limitations, addressing the question of how protection might be extended to those workers currently ‘falling through the net’, in particular what is required of the trade unions.